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Unit 5 Sales Process
Test Description: Chapeter 12-16
Instructions: Answer all questions to get your test result.
1) What is a written report that documents a sales representative\'s visit with a customer?
A
Invoice
B
Sales Quota
C
Customer Report
D
Call Report
2) The Decision making skill used when there is little or no previous experience with an item is called?
A
Sales Decision Making
B
Extensive Decision Making
C
Limited Decision Making
D
Routine Decision Making
3) All of these are product features except for which one?
A
Selling Point Feature
B
Physical Feature
C
Extended Product Feature
D
Basic Feature
4) Which one of these is not a customer buying motive?
A
Emotional Motive
B
Patronage Motive
C
Rational Motive
D
Referral Motive
5) When deciding which approach to use, which one makes the customer feel the most welcome?
A
Greeting Approach
B
Service Approach
C
Merchandise Approach
D
None of the Above
6) What are words used by salespeople that the average customer can understand?
A
Grammer
B
Layman\'s Terms
C
Jargon
D
Lingo
7) Which answering objections method brings the customer back to the product to overcome the objection?
A
Third Party Method
B
Boomerang Method
C
Substitution Method
D
Question Method
8) Which close is used when there is a limited supply of a certain product and the price will be rising in the future?
A
Direct Close
B
Which Close
C
Standing-Room-Only Close
D
Service Close
9) A percentage fee imposed by the government on the retail price of an item or service is called what?
A
Tax
B
Standard Selling Fee
C
Sales Tax
D
Service Fees
10) A legal contract between the buyer and the supplier is called what?
A
Invoice
B
Reciept Order
C
Product Sheet
D
Purchase Order
*select an answer for all questions
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